What is the Designated Seller of Record (DSOR) program?
The Designated Seller of Record (DSOR) program enables independent software vendors (ISVs) to authorize AWS partners to create and manage software as a service (SaaS) listings on AWS Marketplace. These authorized partners can act as intermediaries between ISVs and their customers, providing an additional way to bring their software to market and scale their channel business.
Note
The DSOR program is invite-only. Partners can reach out to
awsmp-dsor@amazon.com
Benefits of using DSOR
When ISVs use the DSOR program, they can:
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Expand their reach through DSOR partner networks.
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Simplify billing and invoicing through AWS Marketplace Partners.
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Enter new markets using established channel partners.
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Maintain their existing contractual requirements.
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Work directly with DSOR partners to build incremental revenue streams.
DSOR models
The DSOR program offers two models to meet different business needs:
Channel model
The channel model lets DSOR partners enable their downstream channel partners to sell on AWS Marketplace with the Channel Partner Private Offer (CPPO) vehicle. This model works well if ISVs have existing channel relationships.
Note
DSOR CPPO works like a traditional CPPO from an operational perspective. For more information about CPPO resources, refer to Creating private offers as an AWS Marketplace Channel Partner.
Direct model
The direct model lets DSOR partners create and manage listings on behalf of ISVs. Partners use AWS Marketplace Private Offers to transact directly with AWS customers.
Both DSOR models are designed for ISVs that want to:
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Include DSOR partners in their AWS Marketplace transactions to scale their channel.
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Leverage existing distribution operational workflows and processes.
How DSOR works
The DSOR process works as follows:
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ISV authorizes a DSOR partner to manage and create listings (Contract) for them.
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DSOR partner creates a limited SaaS listing.
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Customers or Channel Partners see and buy ISV's relisted product on AWS Marketplace.
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ISV delivers the SaaS product to the customer.
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AWS Marketplace handles billing, collection, and disbursement.
Considerations for using DSOR
When ISVs decide to use the DSOR program, they should consider the following:
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Ensure the DSOR partner understands the ISV's product and pricing strategy.
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Establish clear communication channels with the DSOR partner for updates and support.
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Define a clear governance for listing fee coverage, preferred route for private offers and delivery of the SaaS product to the customer.
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Review and understand the revenue sharing model with the DSOR partner.
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Be prepared to provide ongoing product updates and support to the DSOR partner.
